Explore your own sales process and consistently look for ways to “WOW” your customers and they will become raving fans, who will never leave and more importantly, every customer becomes a sales resource as they refer you to others or record video testimonials for you.
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What products and services, or best practices, will help you to integrate into your customers businesses, so that you can form a mutually beneficial supply partnership with them?
To be successful in sales today requires sales professionals, to allow their creative juices to flow, where they look for innovative ways to become an additional resource to their customers, so that they can integrate into their business and form a mutually beneficial partnership with them.
To effectively engage in Collaborative Selling, requires sales professionals to follow a new philosophy. This new philosophy is the guiding light, which guides their behavior and the way they interact with their customers. The approach to collaborative selling is built on the premise of co-operation, support and engagement, where both parties win.
The cornerstone of collaborative selling is based on developing and nurturing a meaningful partnership with all your customers.
What is your customers undesirable state before buying your product or service?
Examples:
Before investing in my Sales Enablement Services, sales teams performance and results are below expectations
Before engaging the services of a Courier company, an organisation is unable deliver their products to their customers
Think about your own business.
What is the undesirable state your customer experiences, before buying your product or service?
Example:
In the case of the optimised state my future customers will enjoy as a result of utilising my “Sales Enablement Solutions“, I do the following to integrate into their businesses.
“Sales Enablement“, encompasses far more than mere sales training.
As such it offers us the opportunity to do the following. All of which helps us to become an additional resource to our future customers, so that we can form mutually beneficial partnerships with them:
Think about the optimised state your future customers will enjoy after working with you and your organisation.
How can you utilise this to become an additional resource to your customers, where you integrate into their businesses and form a long term mutually beneficial partnership with them?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What capabilities (products, services and you), do both you and your organisation poses, that will support you to, “WOW” your customers, on an ongoing basis?
Before we can consider creating an unforgettable customer experience, we first need to completely understand our own “VALUE PROPOSITION“
We have explored this concept a few times already, so completing this should be pretty painless.
What is a “VALUE PROPOSITION”?
A “VALUE PROPOSITION“, is a detailed understanding about, all the benefits and advantages associated with using your product or service. Your “VALUE PROPOSITION“, is the construct, that supports you, to move your customers, from an undesirable state, to a more desirable one.
Example:
In my industry, customers know they need sales training, but they don’t want to take their sales team out of the field, unnecessarily.
To alleviate this concern, I work alongside each leader and sales team member. My objective, is to support learning, through repetition, without taking “ANY TIME” out of your sales teams day.
I am sure that you get the idea.
Use the example above, as a guideline and describe in detail below, how you intend to start integrating into your customers businesses?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How you have you pushed things forward and made relevant changes to your product and service, so that it supports your customers to reach an optimised state, after choosing your solution?
We have explored this concept earlier, so it should be pretty quick for you to answer this question.
Selling is really simple, when you understand your customers “UNDESIRABLE STATE“, before buying your product or service and how by using your products and services, they will move to a far more desirable state, namely one where:
Example:
Example 2:
In the case of my own business, we have done the following:
I am sure you get the idea.
Please use the example, as a guide, to help you answer this question.
How you have you pushed things forward and made relevant changes to your product and service, so that it supports your customers to reach an optimised state, after choosing your solution?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.